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Negotiation Skills Workshop
February 11 - 13, 2020
Marriott Reforma HotelMexico City, Mexico
Association of InternationalPetroleum Negotiators
The Association of International Petroleum Negotiators (AIPN) is the leading professional membership organization of commercial negotiators and energy lawyers in the international oil & gas industry, serving more than 3,200 professionals in some 110 countries. AIPN develops petroleum model contracts that are widely used throughout the industry, provides educational seminars and conferences around the world, publishes leading research on emerging energy issues and is the premier forum for dialogue on oil and gas transactions amongst companies, government and their advisors.
About AIPN | www.aipn.org Paseo de la Reforma 276 Col JuarezMexico City 06600 MexicoP: 52 55 1102 7030https://www.marriott.com/hotels/travel/mexmc-mexico-city-marriott-reforma-hotel/
Member RatesActive Member: $1,600NOC/Government Member: $1,000Academic Member: $1,000Student Member: $500*
Non-Member RatesNon-member: $1,800 NOC/Government Member: $1,200Academic Non-member: $1,200Student Non-member: $700**Students, email proof of enrollment to [email protected] after registering
Apply for membership at aipn.org/join-aipn/ before registering and receive member rates! After completing your application, email [email protected] for assistance with registering. If you are already a member but not able to see the member rates after logging in, please email [email protected] for assistance.
Workshop registration includes digital materials, lunches, breaks and a networking reception. It does not include hotel and travel accommodations. All fees are in US dollars.
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Situated on Paseo de la Reforma in the heart of downtown, the Marriott Reforma Hotel allows you to navigate around town with ease.
Room RatesDeluxe Single Room: US $175 per nightDeluxe Double Room: US $187 per night
The above rates are exclusive of 16% VAT + 3% ISH. The rate is inclusive of breakfast at Condimento Restaurant. Room rates will be available up to three days before and three days after the workshop, subject to availability.
Please note the hotel’s cancellation policy: Guests who cancel 2 days or less before arrival will be charged a one-night stay plus tax.
AIPN has secured a limited number of rooms for workshop attendees. We recommend reserving your room as soon as possible to ensure availability. AIPN cannot guarantee room and rate availability once the room block has filled up.
ReservationsReserve by Email: Reservations may be made by emailing [email protected] and identifying yourself as a registrant for “AIPN Negotiation Skills Workshop”.
Reserve by Phone: Reservations may also be made by calling the hotel directly at +52 55 1102 7030 ext. 2073 or 2082 and identifying yourself as a registrant for “AIPN Negotiation Skills Workshop”.
Traveling to Mexico CityMexico City has two airports: Benito Juarez International Airport (MEX) and Toluca López Mateos International Airport (TLC). Benito Juarez International Airport is 7.5 miles away from the Marriott Reforma, while Toluca López Mateos International Airport is 35 miles away. For airport transportation options and directions to the Marriott Reforma, please click the link below.
https://www.marriott.com/hotels/maps/travel/ mexmc-mexico-city-marriott-reforma-hotel/
AIPN is an accredited sponsor approved by the State Bar of Texas Committee on MCLE. A maximum of 18.75 MCLE credit hours including 1.00 credit hour applying toward ethics/professional responsibility credit will be awarded based on individual attendance.
CLE Credits
Harry W. Sullivan, Jr., International Energy Attorney; ChairToufic Nassif, President & CEO, T P Nassif and Associates LLC
Negotiation Skills Workshop Mexico City2020
Registration Fees
Workshop Faculty
Marriott Reforma Hotel
Tuesday, February 11, 2020
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Wednesday, February 12, 2020
Negotiation Skills Workshop Mexico City2020
08:00 - 09:00 Registration and Arrival Coffee
09:00 - 09:45 Introductions and Program Overview
09:45 - 10:45 Introduction to NegotiationsThis session will examine some of the human elements that form an effective negotiator, including mental models, human nature traits and individual conflict management styles.
10:45 - 11:15 TK ExerciseIn this session each attendee will identify their conflict management style(s). The session will include a presentation, discussion and Q&A.
11:15 - 11:30 Coffee Break
11:30 - 12:30 Negotiation: The “Theory” Strategy and Tactics
This session will review some of the commonly accepted negotiation theories in practice today. It will review BATNA, strategies and discuss negotiating tactics.
12:30 - 13:30 Lunch José Alfredo Jiménez Room
13:30 - 14:00 “I Want it All” ExerciseThis session includes a negotiation exercise to establish a consortium to acquire a Production Sharing Contract. The session will include a presentation, discussion and Q&A.
14:00 - 15:15 Effective NegotiationsThis session will review some of the traits and tools employed by effective Negotiators. Since preparation is often the key to a successful negotiation, this session will examine the ‘tools’ available to the Negotiator in preparation for a negotiation, including the negotiation process, planning, use of model form agreements, etc.
15:15 - 15:45 Coffee Break
15:45 - 16:15 How to Handle the ‘Gold Digger’ ExerciseIn this session attendees will take part in a negotiation exercise to renegotiate a drilling rig contract. The session will include a presentation, discussion and Q&A.
16:15 - 17:45 Team Dynamics and Negotiation with Internal Management
This session will examine the dynamics of negotiating as part of a team, within the team structure and against another team.
17:45 - 18:00 Questions, Discussion, Summation
18:00 - 19:30 Networking Reception José Alfredo Jiménez Room
08:00 - 09:00 Arrival Coffee
09:00 - 09:15 Introductions and Review of Objectives
09:15 - 11:15 International Negotiations: Cross Cultural Impacts on Negotiations
This session will examine the influences of and overcoming the barriers raised by negotiations between individuals from different cultural backgrounds. Time will be spent on cultural influences on negotiations and decision making.
11:15 - 11:30 Coffee Break
11:30 - 12:15 “Moving the Mootoos” ExerciseThis session includes a Corporate Social Responsibility (CSR) negotiation exercise. The session will include a presentation, discussion and Q&A.
12:15 - 12:30 Cross Cultural Negotiations: Final Thoughts
12:30 - 13:30 Lunch José Alfredo Jiménez Room
Workshop Program
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Wednesday, February 12, 2020 (continued)
AIPN reserves the right to change the program and speakers unannounced at any time. All sessions will be held in the Rufino Tamayo Room unless otherwise noted.
Negotiation Skills Workshop Mexico City2020
13:30 - 14:30 Ethics, Integrity and Principled Negotiations
This interactive session will examine the legal constraints and ethical pressures, including anti-corruption laws like the U.S. Foreign Corruption Practices Act, which confront the negotiator in international negotiations. In addition to reviewing legal ethical considerations, the session will review the need for a negotiator to maintain a high degree of integrity and to engage in principled negotiations. Techniques to deal with real or perceived corruption or lapses in ethics or integrity will be discussed.
14:30 - 15:30 Negotiating with Difficult PeopleThis interactive session will examine some techniques for dealing with difficult people and issues.
15:30 - 15:45 Coffee Break
15:45 - 16:30 “Trouble with Geologists” ExerciseAttendees will start off the session by doing Part 1 of the exercise, followed by a discussion and short presentation. The session will finish off with Part II of the exercise, allowing the teams to reach a successful conclusion.
16:30 - 17:00 Welcome to “Bolango” - Introduction to the All-Day Negotiation Game
Small breakout groups will be formed to negotiate agreements in the island state of Bolango, a “Negotiation Skills Game”.
17:00 - 17:15 Questions, Discussion, Summation
Thursday, February 13, 2020
08:00 - 09:00 Arrival Coffee
09:00 - 09:30 Play “Bolango” – A Negotiation Skills Game
Attendees will be introduced to Bolango and any questions about the game will be answered.
09:30 - 11:00 Play “Bolango” - Break-up into TeamsAttendees will organize into teams and proceed with the Bolango Game.
11:00 - 11:15 Coffee Break
11:15 - 11:30 Progress CheckAll teams reconvene to check that each team is progressing through the game.
11:30 - 12:30 Continue to Play “Bolango”
12:30 - 13:30 Lunch José Alfredo Jiménez Room
13:30 - 15:00 Continue to Play “Bolango”
15:00 - 16:30 Teams Report Results of “Bolango”Attendees will discuss the teamwork, originality and the negotiation skills issues they have encountered.
16:30 - 17:00 Review and Conclusion of Workshop
Workshop Program
